This book is so good, I’m going to be quoting from most of it. It articulates real-life examples of how to put the partnership principle into play and why.
Developing a host-beneficiary relationship means going beyond the conventional sales and marketing routines and tapping into related products or services that your clients need. It means offering your product or service to somebody else’s clients in a related field.
He gives an example where Xerox spends say $10,000 to bring in 1,000 prospects to whom they sell 10. Every company experiences this, where they have leads and contacts, but only a fraction get sold to. What happens to the other 990?
Nothing. The money was spent to draw them in, but the Xerox got nothing.
The writer proposed that someone work with Xerox and say, "If you can’t sell Xerox solutions, sell mine, and you’ll get a piece of the profit. Don’t want ot do that, just give me the leads and you’ll get a share of ever sale."
Now that 990 leads gets transformed into real money and recovers the marketing expense. That is money which goes straight to the bottom-line of Xerox.
Allyforce lets you optimize all those leads and participate in the profits.
It’s a powerful idea.
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